Sales Development Representative

• PagerDuty is seeking a Sales Development Representative to join our diverse, customer-focused team. In this role, you will report to our Manager, Commercial Sales Development
• Your focus will be on generating new business opportunities through inbound and outbound motions among a group of accounts that fit our ideal customer profile. Daily responsibilities include researching, prospecting, qualifying leads, and initiating conversations to help build a pipeline for our Account Executives
• Value Selling – Focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer’s specific needs or challenges
• Understanding the problems and focus areas of your stakeholders and effectively communicating how PagerDuty will support and address those company priorities
• Aligning use cases with the appropriate service offering
• Quickly adapting to the Command of the Message (COM) selling model and employing solution selling/customer-centric sales method
• Sales Effectiveness – Establishing, overseeing, and maintaining genuine connections with prospects
• Develops a proactive point of view on solutions based on customer’s biggest pain points
• Encourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer’s strategic vision
• Ensuring complete customer satisfaction in all interactions
• Sales Execution – Ensuring that one’s own and others’ work and information are complete and accurate; careful preparation for meetings and outreach; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty’s long-term strategic initiatives
• Prospecting - calling and emailing executives at senior levels across various lines of business using scaled techniques and tools
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC Framework)
• Qualifying inbound and outbound opportunities to support Account Executives
• Prioritizing accounts and allocating appropriate outreach efforts

Benefits

• 20 hours per year of paid volunteer time
• Health insurance
• Wellness Days and mid-year Wellness Week: extra time off for whole company to unplug and recharge at the same time
• Generous paid parental leave and return to work policy to help with transition back
• Generous paid time off
• Flexible workplace/WFH
• Hands-on career and leadership development programs

• DemandBase / 6Sense
• 1+ year experience with common SaaS software tools:
• SFDC
• Tableau
• Outreach / Salesloft
• 1-2+ years strong background in lead generation and prospecting
• This is an exceptional opportunity for someone who is passionate about technology, has experience in lead generation for complex solutions, and can provide consultative guidance in early sales conversations
• If you possess excellent time management skills, understand how to qualify opportunities effectively, and are energized by building pipeline, we would love to talk to you!
• We encourage you to submit your resume even if you don’t meet every requirement. We value potential and consider each candidate’s full professional story. Whether you’re exploring a career change or taking your next step, we look forward to reviewing your application
• Highly organized with exceptional follow-up skills
• Passion for cloud technologies
• Proven ability to quickly gain trust with senior leaders, internal and external